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WILLIAM URY, the Course That Will Finally Be CONCILIA LLC. PRESENTS WILLIAM URY, the course that will finally be. Oct. 12Tth 2012, VICENZA, ITALY. The course is a European exclusive and seats are limited. Ury is considered one of the greatest trainers and facilitators in international training scene: a world authority in the field of negotiation. Consultant and broker for over thirty years in the business / political, and popular author of the recent bestseller "The positive NO". To download the course brochure for URY: www.concilia.it/william_ury_eng.pdf To download the registration form: www.concilia.it/reg_eng.pdf Info and registration: CONCILIA LLC. [email protected] T.: (39) 0642016845 F.: (39) 0693387583 y OBER 2012 T THE POWER OF A POSITIVE enza 12 OC no illiam Ur ic Practices and innovative strategies for effective negotiating W V Seminar with William Ury an exclusive seminar brought to you by Club Mondiale della Formazione™ fter great speakers like Brian Tracy, Robert YOUR TRAINER Cialdini, Jeffrey Gitomer and Jack ACanfield, Hi-Performance and Club Mondiale della Formazione have the pleasure to introduce the most brilliant speaker worldwide about negotiation: WILLIAM URY William Ury is the author of the just-published The Power of a Positive No: How to Say No & Still Get to Yes and co-author (with Roger Fisher) of Getting to Yes: Negotiating Agreement Without Giving In, a five million-copy bestseller translated into over 20 languages. Ury is also author of the award-winning Getting Past No: Negotiating with Difficult People and Getting To Peace. WILLIAM URY CONSULTANT AND MEDIATOR IN POLITICAL AND BUSINESS ISSUES His most recent publication “The Power William Ury is co-founder of Harvard’s Program on Negotiation and currently directs the Global Negotiation Project. of a Positive No”, thanks to a simple THE ROLE OF A POSITIVE NO: Over the last 30 years, Ury has served as a negotiation adviser and mediator in conflicts ranging from the boardroom 3-step method, teaches how to say NO to international crises, from corporate mergers to wildcat strikes in a Kentucky coal mine to ethnic wars in the Middle East, the Balkans, and the former Soviet Union. With former president Jimmy Carter, he co-founded the International in a clear and effective way, in order It allows you to start from NO... Negotiation Network, a non-governmental body seeking to end civil wars around the world. During the 1980s, he to say YES to business, helped the US and Soviet governments create nuclear crisis centers designed to avert an accidental nuclear war. In to enhance assertiveness and better YES to satisfying relationships that capacity, he served as a consultant to the Crisis Management Center at the White House. Most recently, Ury has manage priorities, without damaging served as a third party in helping to end a civil war in Aceh , Indonesia, and helping to prevent one in Venezuela. YES to your needs: He has taught negotiation to tens of thousands of executives, managers, government officials, military officers, teachers, relationships. For significant benefits, in in a word ... to say YES to life! lawyers, doctors, union officials, coal miners, UN peacekeepers, diplomats, and others. He has consulted for dozens of Fortune 500 companies at the highest levels, including Marriott International, Price Waterhouse Coopers, your professional and personal life. Ford Motor Company, First Data, Schering-Plough, Prudential Insurance, Pepsi Cola, Novellus, and AT&T. Ury has also consulted to the White House, the State Department, and a host of not-for-profit organizations. WILLIAM URY THE POWER OF A POSITIVE NO “We can apply our innovative genius not only to devising new computers and jet planes, but to better ways of dealing with differences. Conflict is inevitable, violence is not.” Goals & Strategies “William Ury has a remarkable ability to get to the heart of a dispute and find simple but innovative ways to resolve it.” Jimmy Carter - U.S. Former President what they say about him... Leadership & Authority Negotiating Skills “Ury’s book Getting to YES has an unrivaled “Saying no can be awkward, guilt inducing, place in the literature of dispute resolution. nerve racking, embarrassing, even risky to No other book in the field comes close to its friendship and career. Ury, a professional impact on the way practitioners, teachers, negotiator whose work has taken him to such researchers, and the public approach conflict-ridden locales as Chechnya, Israel, negotiation.” Nepal and Aceh, Indonesia, is widely known for his negotiating skills. Ury highlights great National Institute on Dispute Resolution no-sayers, from Gandhi to Warren Buffett to Larry Bird’s agent.” W Time Magazine “Negotiation is he Power of a Positive No offers concrete advice and practical strategies about saying ‘NO’... for succeeding in saying No in virtually any situation. Whether you need to say No to your ONE-DAY SEMINAR and still getting to THE POWER OF customer or your A POSITIVE coworker, your employee or ‘YES.’” Tyour CEO, your child or your spouse, you will find in this seminar the secret to saying no No clearly, respectfully, and effectively. Using real-life situations, and drawing on We all want to get to yes, but what happens when the other person keeps saying no? his own experiences negotiating high-stakes conflicts around How can you negotiate successfully with a stubborn boss, the world, Ury describes the barriers that prevent people from saying No and reveal an irate customer, or a deceitful coworker? his practical three-step method to overcome them. o is perhaps the most important and This is what you’ll learn: Benefits examples for your daily life: certainly the most powerful word Why a positive NO is much more worth in the language. Every day we find . than a YES expressed without conviction You’ll be able to deal with your and against your own interests . children’s pressuring request without ourselves in situations where we need leading into a fight to say No — to people at work, at home, and in our How to say NO in order to profoundly N . transform your professional and personal You’ll manage your customers discount communities - because No is the word we must use to life . requests, without fear of losing them protect ourselves and to stand up for everything and To protect your own interest, while You’ll better handle any kind of everyone that matters to us. But as we all know, the . respecting those of others . negotiation or business partner, buying at better prices wrong No can also destroy what we most value by How to reduce stress, anxiety and guilt, alienating and angering people. That’s why saying . which are typical of these situations You’ll be able to say no to your partners or . team members, without fear to hurt their No the right way is crucial. The secret to saying No How to defuse the other side’s attack, feelings or diminishing their value without destroying relationships lies in the art of the . manipulation, and guilt tactics You’ll be clear and straightforward with Positive No, a proven technique that anyone can learn. your friends or family, without fearing To build healthier relationships and . that a No could affect your relationship . produce win-win outcomes Program Fee - All Inclusive: 8.00 - 9.00 a.m: Welcome and Registration Programme Each Attendee Will Receive: an intensive and highly interactive one-day seminar on leading success- 9.00 - 1.00 p.m Seminar - 1st. Session • Working Materials ful negotiations 1.00 - 2.30 p.m Lunch • Meals: Light Lunch and Coffee Break • Attendance Certificate 2.30 - 5.00 p.m Seminar - 2nd. Session 1) THE ANATOMY OF A NEGOTIATION • Why negotiation is the most important challenge for today’s managers General Info • How to measure the success of a negotiation VICEICENZAA 12nd OCTOBER 2012 • The negotiator’s dilemma: Choosing hard No or soft positional bargaining In today’s world of way is crucial. • Why negotiation is 20% bargaining and overload and overwork, Do you feel stressed 80% learning • Negotiation in the Information Era no word is more or positive while you • BREAKOUT: Balancing cooperation and important than NO. say NO? During the competition Every day we find seminar William Ury 4) NEGOTIATION STRATEGIES THAT MAXIMIZE RESULTS 6) BREAKOUT: NEGOTIATION EXERCISE 2) UNDERSTANDING THE CORE ELEMENTS • How to build a good relationship regardless of substantial • Preparing for difficult negotiations ourselves in situations provides practical OF A NEGOTIATION differences • Dealing with difficult people in which we need to say insights and techniques • Separating people from the problem • Why a good solution is not enough: Getting to conflict • Internal and external negotiations No: to people in the for saying No clearly • The negotiator’s most valuable skill resolutions that last • Keeping your eyes on the prize: Remaining • Generating creative solutions for mutual gain 7) HOW TO GET PAST “NO” office, at home and in our and effectively – without focused while sifting through the details • The power of silence in negotiations • Understanding why the other party is saying “No” communities. No is the damaging relationships • Discovering what the other side really • Becoming a negotiation expert • Inventing options to help the other party say “Yes” word we use to protect – whether you need to wants • What to do if the other party doesn’t want to negotiate • Building your negotiating power and 5) HOW TO SAY “NO” AND STILL GET TO “YES” • How to respond to threats and personal attacks: ourselves, to stand up for say No to your boss, maintaining control at the bargaining • The test of leadership: Being able to say “No” Transforming conflict into agreement what matters most, and your colleague, your table • Why saying “No” is really saying “Yes” to what you want • Using the power of surprise to change what no longer employee, or your child.
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